Job Description

About Airwallex

Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own.

We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific.

We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles to see it in full.

About the team

Airwallex aspires to partner with the most ambitious businesses globally. Sitting in the wider SME & Growth sales team, where this partnership begins, your primary focus will be bringing on new Mid-Market customers and leveraging your skills in pitching, negotiating, and driving internal processes to set up our partnerships for success. We are looking for someone who has a passion for building relationships, selling, and negotiating, and a desire to revolutionise the way companies transact globally.

If you have a customer-first mentality, are solution-focused, obsessively curious about everything, and have the desire to make an impact and grow yourself, our market, and our customers, then you have found your calling. With the commission structure for this role, there is a significant upside for won opportunities. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!

Responsibilities

• Own the full sales cycle for mid-market customers, from prospecting and qualification through negotiation, close, and initial customer ramp-up.
• Build and manage a pipeline of high-value opportunities, with a focus on longer, multi-stage sales cycles and complex buying processes.
• Develop and execute territory plans to identify, engage, and win strategic mid-market accounts.
• Build relationships with multiple stakeholders across finance, treasury, operations, procurement, and senior leadership, and effectively navigate complex decision-making processes.
• Lead consultative, solution-based sales conversations by understanding customer needs and positioning Airwallex’s solutions across multiple products.
• Drive complex negotiations and bespoke commercial discussions, balancing customer requirements with commercial outcomes.
• Maintain strong pipeline hygiene, forecasting accuracy, and disciplined CRM usage throughout the sales cycle.
• Ensure a strong customer experience through the sales and onboarding process, and own the initial customer ramp-up period.
• Represent Airwallex at client meetings, industry events, and other relevant forums.
• Take ownership of revenue targets and consistently demonstrate a high level of accountability, resilience, and commercial drive.

Requirements

• 5+ years of B2B sales experience, ideally selling a technical, financial, SaaS, or other complex solution to mid-market or enterprise customers.
• Demonstrated track record of success managing longer sales cycles, with experience progressing opportunities through multiple stages from initial engagement to close.
• Strong experience in consultative / solution selling, with the ability to understand complex customer requirements and build tailored solutions across multiple products.
• Proven ability to multi-thread deals and influence multiple decision-makers and stakeholders across different functions and levels of seniority.
• Experience leading complex negotiations, bespoke commercial agreements, and multi-product sales.
• Strong pipeline management, forecasting, and territory planning skills, with a highly disciplined approach to CRM.
• Commercially driven, resilient, and comfortable operating in an environment where deals require persistence and multiple touchpoints to close.
• Strong analytical, presentation, and communication skills, with the ability to engage both business and senior-level stakeholders.
• Superior verbal and written communication skills in English and Cantonese.

Applicant Safety Policy: Fraud and Third-Party Recruiters

To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page.

Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary.

Equal opportunity

Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don’t regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know.